Enterprise Account Executive

Position Overview:

Pay Range Minimum:    $102,350
Pay Range Maximum:    $138,700

MIT Workforce Learning, a corporate training group within MIT’s Office of Open Learning, is looking for an enterprise account executive to fill a closing sales role.  The new hire will be responsible for owning a pipeline of enterprise prospects with the goal of exceeding quarterly and annual sales targets. They will manage a sales funnel from lead generation to closed sale, with required mastery of all steps in between.   

The ideal candidate will have a minimum of 5 years of experience in a closing role focused on enterprise prospects, (Fortune 500, Global 2000), with willingness to generate leads through outbound prospecting. They should also have experience managing the contracting process and working with Customer Success, (or equivalent teams), to ensure new client relationships are successful.

Principal Duties and Responsibilities (Essential Functions**):

• This position is part of a team-based sales model that depends on real-time, in-person collaboration among account executives, business development associates, product teams, and finance. In-person presence in Cambridge, MA is an essential function of this role because product knowledge and operational updates are shared in real time during in-person team meetings; sales coaching and pipeline review occur in 1:1 face to face meetings; and partner and faculty engagements are, at times, hosted on site
• Selling enrollments and subscriptions to MIT Open Learning’s professional training programs, (courses, short programs and in-person workshops)   
• Managing opportunities to achieve or exceed quarterly quotas
• Qualifying prospects during video calls to assess interest and general fit (email- and Zoom-based)
• Generating leads through warm and cold outreach to supplement scheduled demo calls, inbound leads and referrals
• Learning about all MIT’s offerings for working professionals, including continued self-education on the technology topics it covers
• Capturing all activities in Salesforce with detailed notes and fit assessments
• Sharing feedback from prospects with the broader team
• Joining company and team meetings, in-person and online, including regular events on-site in Cambridge, MA
• The Account Executive will be required to work in person, on campus, in Cambridge, Massachusetts, two days per week, when not travelling for business. The in-person requirement is determined by the Vice Provost, Open Learning and is subject to change based on the needs of Open Learning and MIT

Supervision Received:

Reports to the Director of Sales, Workforce Learning

Supervision Exercised:

The Enterprise Account Executive is expected to coach and mentor Sales Development Representatives who are responsible for identifying leads and setting up initial contact points

Qualifications & Skills: 

MINIMUM REQUIRED EDUCATION AND EXPERIENCE:

Bachelor’s degree in a related field

Minimum 5 years of sales experience

Exceptional interpersonal and communication skills

Proven ability to initiate and develop professional relationships with senior business leaders

Proven ability to work independently in an unstructured, startup environment

A fast learner

Driven and competitive by nature

Comfortable discussing technology

Individually ambitious but also able to collaborate within a team

PREFERRED EDUCATION AND EXPERIENCE:

At least 5 years of experience meeting or exceeding sales goals in an enterprise sales environment

Experience selling educational products

Experience selling to government groups

Experience working in, and being successful at, a startup (or in startup-like environment)

Fluency in other languages 

Additional Considerations:

When applying for this position, please include a cover letter describing your most recent or most relevant professional experience

Employment contingent upon satisfactory background check